Posted 20 days ago
Databases are the beating heart of every business in the world.

Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications!

About the Role

Cockroach Labs is looking for a Manager of Commercial Sales, EMEA to join our outstanding sales organization. In this role, you will be responsible for overseeing and motivating a team of Account Executives and measured by your team's overall quota attainment, new business acquisition, and expansion into existing customer accounts. You will provide strategy, mentorship, and guidance for your team, who are responsible for driving new business through the full sales cycle. The ideal candidate can scale an effective high-velocity sales process and is exceptional at inspiring customers and prospects through a sales cycle.

You Will
  • Manage, coach, and scale a team of Commercial Account Executives
  • Guide a team in achieving and exceeding monthly, quarterly, and annual targets
  • Monitor high-velocity sales performance: activity, pipelines, forecasts, and closed deals to ensure quota attainment
  • Manage the sales funnel from prospect to close and create metrics to improve performance
  • Drive lead penetration, high activity standards, and pipeline management
  • Develop a strong understanding of CockroachDB and value proposition within the market
  • Work cross-functionally with Marketing, Sales Engineering, and Customer Success to maximize revenue growth
  • Have the ability to build strong relationships with customers and key stakeholders
  • Partner with Recruiting in the hiring and interviewing process, as well as training and ramp-up of new team members
The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product. We believe that it is necessary for you to build this foundation so you can successfully engage with existing accounts and grasp sales strategy. Upon completion of your first month, you will have developed an initial strategy to achieve the  revenue goals.

After 60 days, you'll be competent in pipeline best practices, sales process and forecasting. You will work with your manager to set the relevant OKRA’s to reach yours and your teams sales goals. You will also have started closing smaller size or existing deals that are already in flow.

After 3 months, you will have started doubling the commercial team’s pipeline and will be working on closing some of your later stage opportunities while targeting more complex deals. In addition you will start to build a clear view of current and next quarter's deals and the prioritization of the key deals to ensure success. A more detailed strategy plan is expected based on the knowledge acquired over the initial 3 months. This will be worked on in partnership with the VP of EMEA.   

As you gain momentum at Cockroach Labs, you will also increase your sales pipeline, improve win rates and develop a strong team culture and to help grow the overall revenue of Cockroach Labs.

You Have
  • 8+ years overall experience in technology sales
  • 2+ years experience as a high-growth SaaS leader/manager leading a hybrid inside/field sales team
  • Passion for coaching, mentorship, and team management with evidence of managing high-performance teams
  • Strong track record of achieving sales targets across teams and individually
  • Experience managing and coaching through the full sales cycle from prospecting to closing
  • Experience and are comfortable leveraging sales methodologies
  • Experience using Salesforce for accurate forecasting
  • Experience in hiring and training talent at scale
  • Prior experience functioning in a lead or “Player/Coach” capacity
  • Ability to travel as needed
  • Bachelor's degree preferred
The Team

Reporting to Gareth Whiting - Vice President of Sales - EMEA, at Cockroach Labs

Gareth joined Cockroach Labs because Cockroach is uniquely placed as the worlds of scalability, cloud, transactional workloads and distributed systems all come together to drive the next major digital transformation shift. CRDB provides the only global distributed transactional database that is cloud neutral and will allow customers to handle these major shifts while helping companies comply with data privacy issues. When not working closely with his team, customers and prospects, he loves to spend time with his family and simply enjoy life from sports, keeping fit, travel and reading.

Our Benefits
  • 100% health insurance coverage (for you and your dependents!)
  • Paid parental leave (with baby bucks)
  • Flex Fridays
  • Flexible time off & flexible hours
  • Education reimbursement
  • Relocation support

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at

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Manager, Commercial Sales (EMEA) - London or Distributed UK